Account Executive, Startups (Hunter)

Stripe · San Francisco, CA

Open 1 day

New Business: you win brand-new customers.

Base: Not disclosed
OTE: $164K–$245K
Quota attainment: Not disclosed
Posted: 2d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Stripe's careers page

Apply on Stripe →

The job

What you'd do

Sell Stripe's payment tools to new startup founders, from first call to signed deal and setup. You'll work mostly with leads that come in, and you'll also help build the sales process with accelerators and venture firms.

What you'd sell

Helps businesses take payments online and in person

When a business wants to get paid online, it usually has to piece together a bank, a card processor and fraud checks. The problem is, that takes months to set up and breaks as it grows into new countries. Stripe handles payments, billing and payouts in one place, so businesses start selling sooner and get paid anywhere.

In plain English, from their own job posts. Something wrong? Tell me · More Finance & payments companies →

Who you'd sell to

Founders of venture-backed startupsIn their words: “building relationships with founders of the fastest growing venture-backed companies”

Where deals come from

A mix. Some leads come to you, some you find yourself.

The Braun Read

Worth a look

Solid on the basics. Use the first call to fill in the gaps.

Pay: OTE is listed. Ask what the base is.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
Time on market: Brand new.
Company hiring: 99 sales roles open, hiring at a steady pace. Ask how many reps they hired last year and how many are still there.

Red lights

None spotted.

Green lights

Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
Gets leads from SDRs. You won't be building all of your own pipeline from zero.
Pays more past quota. Higher commission rates once you pass quota. Overperformance actually pays.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What's the base, and how is the rest paid out?

Before You Apply

Find out where you fit, and where you don't, before you hit submit.

Why I built it this way ↓

Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.

Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.

It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.

Josh

1 Is the job worth it?

Worth a look. Solid on the basics. Use the first call to fill in the gaps.

No red lights. 1 thing the posting doesn't say, worth asking on the first call.

See the full Braun Read

2 Where you fit

Upload once, see where you fit on any job.

What people say about working at Stripe ↓

Got an offer from Stripe? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Rather talk it through? Call or text me: 954-695-0844 (text)

Full posting

Who we are About Stripe Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world’s largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone’s reach while doing the most important work of your career. About the team Stripe’s Startups Account Executive team sits within our Hunter (New Business) Sales function and is responsible for closing net-new accounts for Stripe. You have the opportunity to sell the entire suite of Stripe products and run the full sales cycle through onboarding. What you’ll do As a Startup Account Executive at Stripe, you will drive Stripe’s future growth engine by building relationships with founders of the fastest growing venture-backed companies. You’ll manage inbound leads and the full sales cycle through onboarding, turning them into happy Stripe users. Responsibilities - Own the full sales cycle from lead to close for startups - Identify high-potential prospective users from inbound leads - Lead and contribute to team projects to develop and refine our sales process, including engaging with Accelerators and VC firms - Engage with Product, Marketing and User Operations teams to help amplify our growth trajectory Who you are You’re a motivated, users-first driven individual, capable of engaging in business-level and technical conversations at multiple levels of the organization. You have experience working with startups or small/medium businesses, or are currently in a client facing role. You have an understanding of the buyer journey and can lead short, single stakeholder deals as well as complex multi-party sales in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep understanding, combined with technical knowledge. As a member of the Funded Startup team, you’ll incubate and launch new sales channels for prospective users. Finally, you’ll develop scalable strategies and repeatable processes that enable us to amplify the number of new businesses joining Stripe. If you’re hungry, smart, persistent, and a great teammate, we want to hear from you! Minimum requirements - 2+ years of sales or client facing experience, preferably at a high-growth Saas company, bank, consultancy or venture capital firm, with a track record of top performance - Ability to understand the Stripe API and build great relationships with highly technical founders - Ability to understand complex requirements and craft custom solutions - Strong analytical and quantitative capabilities including comfort with basic modeling - Superior verbal and written communication skills - Ability to operate in a highly ambiguous and fast-paced environment - Strong interest in technology

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